JumpStart 16 Door Knocking October & November Weekly Sales Meeting Topic.

JumpStart 16 Door Knocking

October & November

Weekly Sales Meeting Topic

We will have prospecting oriented sales meeting

topics during JumpStart 16!

You should be doing ACTIVE prospecting 5-8 hours a week!

Importance of Door Knocking

• You’re trying to create a contextual awareness with the people who live there

• Mailing takes a lot longer (12 months) to build awareness in a new farm

• Your depth of relationship is much higher than with any mail piece you can send

• Goal of every discussion is to get an appointment, but don’t let that be how you gauge your success

• Move the prospect down the continuum by just having a great conversation

Importance of Door KnockingCont’d…

• People really want to know what’s going

on in their local market

• Your goal should just be to have some great conversations and to position yourself as the expert

• Do some research beforehand, last 90 days sold, actives and pending, be prepared

• There is no way to create a stronger relationship than locking eyes with someone and having a discussion

• This is the fastest way to results

Tips

Tip #1: Never stand facing the door. Always stand at right angles to the door (looking off to the side). You don’t want someone looking out of the peephole seeing your face.

Tip #2: Stand 5 to 6 feet away from the door when you have rung the doorbell or knocked. We all have an inner circle that is private and reserved for friends. By standing 5 to 6 feet away, we are in the public zone and not perceived as a threat.

Door Knocking Tips

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=VlO8SNgbgB-zHM&tbnid=UOYG2U227Tv3sM:&ved=0CAUQjRw&url=http://www.codercaste.com/2011/02/11/10-ruby-on-rails-3-tips-that-will-make-you-a-better-rails-programmer/&ei=OyoSUraDK4bUyQHQmoBI&bvm=bv.50768961,d.aWc&psig=AFQjCNE3_95TxeKlMscBD-Jq8Rkvre7cuQ&ust=1377008565830569

Door Knocking Tips Continued…

Tip #3: When the door is opened, for the first 5 to 10 seconds do not speak. Continue looking away so the prospect sees you first. Then turn and face the door and start the conversation. If the prospect behind the door starts the conversation, they are friendlier as they have initiated the contact. If they have not started the conversation, don’t wait too long after facing them to begin speaking.

Tip #4: Whistle. (And this is optional.) It sounds corny, but if they hear you whistling, you are less likely to be perceived as a threat.

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=A8mAJh-s_T1gfM&tbnid=FkM-gQbKUD5_NM:&ved=0CAUQjRw&url=http://www.defence.pk/forums/members-club/209904-naswar-corner-1084.html&ei=lCsSUrOEAoTYyQGXroE4&bvm=bv.50768961,d.b2I&psig=AFQjCNGIXLhludxoNiLQM0G8_9p1zes-Hg&ust=1377008854382180

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=8csetmIAv3UzCM&tbnid=DpO4irx4xy3MTM:&ved=0CAUQjRw&url=http://www.trulia.com/blog/bandele_oguntomilade/2013/06/greatest_failure_vs_respect_for_homeowner_s_privacy_you_decide&ei=pdkLUpbJJ6jcyQGX0YHIBg&bvm=bv.50723672,d.aWc&psig=AFQjCNHUmqAJy3QfLbWSNU4ayJgYIWxg1Q&ust=1376594710331797


Tip #5: Have something to say to put them at ease right away: “Hey don’t worry, I’m not selling anything. I’m your area specialist on residential real estate and was just stopping by to let you know what’s happening in the neighborhood.” Show local insight and highlight recent sales.

Tip #6: The ‘ask’: “Who do you know who might be thinking about buying or selling or might need some help with a real estate transaction?”

Tip #7: Keep the emotional bank account in mind. You need to make some deposits before you can make a withdrawal and ask for a referral.

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=H9dWZnaG6f7XyM&tbnid=p_D4sLEeZFyLAM:&ved=0CAUQjRw&url=http://theaposition.com/robertfagan/coaching/7006/are-you-a-give-taker-or-something-else&ei=Hz8SUuOkDLT8yAHo3oFQ&bvm=bv.50768961,d.b2I&psig=AFQjCNGkUgWjEkyoRSv5ht4Nqw9P1I6Qeg&ust=1377013908332252


Tip #8: Always leave them with something (even is it’s just a business card) but something of ‘value’ works the best.Tip #9: If they don’t answer the door, leave something and move on. (You will have some people that you know are home not answer.)Tip #10: Smile and have fun. The hardest part is getting to the first door.

Group Think: What are some items you could give?

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=EufznjcGwc4WsM&tbnid=35MHiwll2TUJSM:&ved=0CAUQjRw&url=http://confessionsofapartyphile.blogspot.com/2011/06/june-15-is-smile-power-day.html&ei=4CoSUqT4LaT4yQHu8IHQDg&bvm=bv.50768961,d.aWc&psig=AFQjCNHx5rSR-k9K00rJ4vLMbjQA0C7C8Q&ust=1377008708807992

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=3NEJKtN8bf9qeM&tbnid=6bdqRTVcV3Hg3M:&ved=0CAUQjRw&url=http://lessonsfromthelamppost.blogspot.com/2012_04_01_archive.html&ei=jj8SUrOAO6rhygGFwoDgDg&bvm=bv.50768961,d.b2I&psig=AFQjCNHhtMLbhDGWR-edegcdf129XQUyGQ&ust=1377013976471619

Door Knocking – it’s about consistency and

attitude!

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=aNKpM-PM6c7K4M&tbnid=N735Nw-OY-mj7M:&ved=0CAUQjRw&url=http://www.alchemygb.co.uk/index.php/consistent/&ei=LEASUtTOG4yayQGCtIFQ&bvm=bv.50768961,d.b2I&psig=AFQjCNEkVIguizCrQfIowUGXt-4HWtawkg&ust=1377014134773898

Door Knocking Advice!Don’t globalize or

assume that one bad response is indicative of the whole neighborhood. Don’t let it become an excuse for not knocking on doors. Find an accountability partner to keep you knocking on doors. Make sure if you don’t meet your objective, it is going to be painful for you.

Best times to knock? There is no best time. Perfection is a myth. If we told you the best time and it didn’t fit in your schedule, then you could use it as an excuse to not knock - rejection avoidance. The best time is when you have time and when you want to work. It reinforces when you are available to work for your clients.

Door Knocking Advice!

It starts at an early age – get used to it! A ‘no’ is one more closer to a ‘yes’!

Evenings and weekends are when most will be home. Between 10:00 a.m. and noon may be a good time. How frequently? Depends on the size of your farm and how many doors per hour. It’s mostly a function of how many conversations you can have. If you want to hit every home in your farm once per month, then you can figure out how often you should be knocking.

Door Knocking

Any day that

ends in ‘day’ is a great day to door

knock!

Seven seconds.

That’s how much time it takes to make a first impression. As an agent, your first impression has to be fantastic in order to convince a seller to list with you.

Proper planning and preparation will gain you an edge over the competition and earn your potential seller’s business.

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=Hr7rLcb93WfvCM&tbnid=BTyMFoHm9fr8NM:&ved=0CAUQjRw&url=http://www.siliconbeachtraining.co.uk/blog/training-first-impressions/&ei=ygEIUteeEqGSyAGMyYFY&bvm=bv.50500085,d.aWc&psig=AFQjCNFRSDCAUkNWPL0XZUay8qQoesJcKA&ust=1376342806668336

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&frm=1&source=images&cd=&cad=rja&docid=PBMt73kTdi4fwM&tbnid=0UYScBh7M23pIM:&ved=0CAUQjRw&url=http://www.123rf.com/photo_13967823_glossy-black-button--clock-7-seconds.html&ei=vzISUufROLKkyAHL6YFQ&bvm=bv.50768961,d.aWc&psig=AFQjCNFKm2usHCJNhI8hCeNXbasrLkJLnQ&ust=1377010729428934

Let’s Get Door

Knocking!

During JumpStart 16 – knocking on 25 doors gets

you 1 drawing entry!

JumpStart 16 Door Knocking October & November Weekly Sales Meeting Topic.

Documents

Transcript of JumpStart 16 Door Knocking October & November Weekly Sales Meeting Topic.